scholarly journals Learning Orientation, Working Smart, and Effective Selling

1994 ◽  
Vol 58 (3) ◽  
pp. 39-52 ◽  
Author(s):  
Harish Sujan ◽  
Barton A. Weitz ◽  
Nirmalya Kumar
Keyword(s):  
Goal Orientation ◽  
Self Efficacy ◽  
Goal Orientations ◽  
Learning Orientation ◽  
Performance Goal ◽  
Motivational Orientations ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
And Performance ◽  
Performance Goal Orientation

Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, salespeople's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.

scholarly journals Peran Pernyataan Orientasi Tujuan Kinerja dan Pernyataan Orientasi Tujuan Pembelajaran terhadap Kemampuan Mahasiswa

2019 ◽  
Vol 3 (1) ◽  
pp. 217-234
Author(s):  
Ahmad Muzaki ◽  
Dyah Probowulan ◽  
Achmad Syahfrudin
Keyword(s):  
Goal Orientation ◽  
Test Performance ◽  
Self Efficacy ◽  
Performance Goal ◽  
Study Program ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
Orientation State ◽  
And Performance ◽  
Performance Goal Orientation

Objective orientation is a mental framework as individuals give an impression and respond to situations or events that they face. Typically there are two kinds of goal orientation, namely orientation of performance goals (performance orientation) and orientation of learning goals (learning goal orientation). The phenomenon that there are still students who are extension or extension of time in doing the Final Project are all caused by the ability possessed by the individual. There are three factors that underlie the ability; self-efficacy, goals and performance. The researcher followed up the existence problems in the 2015 Accounting Study Program with four samples of Higher Education in Jember Regency, there were 82 respondents to answer the questionnaire given. Therefore an analytical tool is needed to determine the abilities possessed by students of the Accounting Study Program in Jember Regency. In this study researchers will test performance goal orientation statements (state performance goal orientation) and statement of learning goal orientation (state learning goal orientation) on self-efficacy (self-efficacy), goals (goals) and performance (performance) that each individual has. Keywords:  Goal Orientation, State Goal Orientation Learning, State Performance Goal Orientation, Self-Efficacy, Goals and  Performance.

scholarly journals The Effect of Teaching Quality on Student Career Choice: The Mediating Role of Student Goal Orientation

2019 ◽  
Vol 23 (4) ◽  
pp. 541-555 ◽  
Author(s):  
Tuatul Mahfud ◽  
Setyabudi Indartono ◽  
Ida Nugroho Saputro ◽  
Indah Utari
Keyword(s):  
Career Choice ◽  
Goal Orientation ◽  
Teaching Quality ◽  
Vocational Students ◽  
Performance Goal ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
And Performance ◽  
Quality Learning ◽  
Performance Goal Orientation

Introduction. Career choice is an essential stage for vocational students to identify suitability, readiness, and development of the capacity to work. However, until now, studies that discuss how vocational learning can shape students’ career choices are still limited and not yet widely discussed. This study aims to develop structural models to shape the maturity of student career choices, which involves teaching quality, learning goal orientation, and performance goal orientation in collaboratively and interactively. Specifically, this study aims to investigate the effects of teaching quality, learning goal orientation, and performance goal orientation on career choice. Also, it will help to examine the role of mediation for the student’s goal orientation under the influence of teaching quality. Materials and Methods. Data were collected randomly through an online questionnaire survey from 289 vocational students in the tourism field in Indonesia which included the culinary art and hospitality department. SEM analysis is used to test the path model and bootstrapping confidence interval estimate to test the mediation role. Results. This study revealed that teaching quality, learning goal orientation, and performance goal orientation are collaborative and interactive predictors of career choice of vocational students. Also, the learning goal orientation and performance goal orientation significantly mediate the effect of teaching quality on student career choices, and this mediation is partial. Discussion and Conclusion.This study also reinforces the theory that the success of achieving the learning outcome is significantly affected by external (e.g., teaching quality) and internal dimension (e.g., student goal orientation). Finally, it is recommended that vocational education practitioners should improve the quality of learning and teaching process by encouraging positiv e student goal orientation.

scholarly journals Team Leaders Matter in Knowledge Sharing: A Cross-Level Analysis of the Interplay between Leaders’ and Members’ Goal Orientations in the Chinese Context

2018 ◽  
Vol 14 (4) ◽  
pp. 715-745 ◽  
Author(s):  
Jiamin Zhang ◽  
Yi Wang ◽  
Marina Yue Zhang
Keyword(s):  
Knowledge Sharing ◽  
Goal Orientation ◽  
Goal Orientations ◽  
Team Leaders ◽  
Team Members ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
Approach Orientation ◽  
And Performance ◽  
The Relationship

ABSTRACTThis article investigates the impact of cross-level interplay between team members’ and their leaders’ goal orientations (learning, performance approach, and performance avoidance) on knowledge sharing using samples from design teams in two companies in China. Our results show that team leaders’ learning goal orientation plays a critical moderating role. Specifically, team leaders’ learning goal orientation strengthens the positive relationship between team members’ learning orientation and knowledge sharing; positively moderates the relationship between team members’ performance approach orientation and knowledge sharing; and weakens the negative relationship between team members’ performance avoidance orientation and knowledge sharing. Team leaders’ performance approach orientation demonstrates a positive moderating effect when there is congruence between the performance approach orientation of leaders and members. Finally, team leaders’ performance avoidance orientation negatively moderates the relationship between team members’ learning and performance approach orientation on knowledge sharing. This research enhances our understanding of the conditions under which knowledge sharing occurs among team members, using the lens of Trait Activation Theory.

Team goal orientation composition, team efficacy, and team performance: The separate roles of team leader and members

2017 ◽  
Vol 25 (6) ◽  
pp. 825-843 ◽  
Author(s):  
Chiung-Yi Huang ◽  
Jia-Chi Huang ◽  
Yuhsuan Chang
Keyword(s):  
Goal Orientation ◽  
Team Performance ◽  
Team Leader ◽  
Performance Goal ◽  
Team Members ◽  
Team Efficacy ◽  
Team Outcomes ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
Performance Goal Orientation

AbstractThis study aims to examine team goal orientation composition regarding the different roles of a leader’s and team members’ collective goal orientation, and the effects of these on team outcomes. Data included 268 respondents from 64 teams. Results showed team members’ learning goal orientation has positive effect on team performance, mediated by team efficacy. Further, for the role of team leader, the results also revealed the same pattern. Study also showed a leader’s performance goal orientation has negatively related on team performance, mediated by team efficacy. Finally, taking both roles simultaneously, study indicated the interaction between a leader’s and members’ performance goal orientation has negatively related to team efficacy, and the interaction between a leader’s and members’ learning goal orientation has negatively related to team performance. This research contributes to the existing goal orientation theory by taking the different roles of team leader and members into consideration.

Effects of interaction between social comparison and state goal orientation on task performance

2020 ◽  
Vol 48 (3) ◽  
pp. 1-12
Author(s):  
Jiseon Shin ◽  
Hyunjoo Lee ◽  
Eunsun Ahn ◽  
Young Woo Sohn
Keyword(s):  
Social Comparison ◽  
Goal Orientation ◽  
Task Performance ◽  
Undergraduate Students ◽  
Performance Goal ◽  
Comparison Theory ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
Performance Goal Orientation ◽  
Comparison Target

Drawing on social comparison theory, we explored the effects of the interaction between state goal orientation and directional social comparison on individuals' task performance. In most goal achievement situations, individuals are likely to perform in a social context, which warrants investigation of how the interplay between goal characteristics and surrounding social stimuli influences their performance. We conducted a state-based experiment with 162 undergraduate students, utilizing a 3 (state goal orientation: learning, prove performance, avoid performance) × 2 (social comparison: upward and downward) between-subjects design. When the learning goal orientation or the prove performance goal orientation were manipulated, individuals who had a comparison target performed better than did those who worked by themselves on the given task. In particular, when individuals with a learning goal orientation or a prove performance goal orientation had a downward comparison target their performance improved, whereas those with an avoid performance goal orientation performed better when they had an upward comparison target. Overall the findings explicate the joint roles of state goal orientation and social comparison in influencing task performance.

scholarly journals Psychological Empowerment: Antecedents From Goal Orientation and Consequences in Public Sector Employees

2018 ◽  
Vol 40 (2) ◽  
pp. 297-326 ◽  
Author(s):  
Beatriz García-Juan ◽  
Ana B. Escrig-Tena ◽  
Vicente Roca-Puig
Keyword(s):  
Public Sector ◽  
Goal Orientation ◽  
Affective Commitment ◽  
Psychological Empowerment ◽  
Well Being ◽  
Performance Goal ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
Public Sector Employees ◽  
Performance Goal Orientation

Recent research has encouraged the study of psychological empowerment in public organizations owing to its benefits for optimum service delivery and performance improvement in the public context. This study analyzes how learning goal orientation, prove-performance goal orientation, and avoid-performance goal orientation are related to psychological empowerment and how such empowerment influences well-being outcomes within the context of public employees. Analyses of data from 553 public-sector employees showed that only learning goal orientation strongly and positively influences psychological empowerment. Furthermore, the results support the positive and significant relationship between psychological empowerment and both job satisfaction and affective commitment and the negative link with job anxiety levels. Theoretical and practical implications, as well as future directions for the psychological empowerment issue, are discussed.

Effectuation (EF) and Causation (CS) on Venture Performance and Entrepreneurs’ Dispositions Affecting the Reliance on EF and CS

2021 ◽  
Vol 0 (0) ◽  
Author(s):  
Jang Hyo Yoon ◽  
Erin Cho
Keyword(s):  
Locus Of Control ◽  
Goal Orientation ◽  
Goal Orientations ◽  
Performance Goal ◽  
Average Growth ◽  
Venture Performance ◽  
Learning Goal Orientation ◽  
Subjective Assessments ◽  
Negative Effect ◽  
And Performance

Abstract This study investigates whether and how different decision logics (i.e., effectuation and causation) are linked to venture performance (i.e., annual average growth in revenue and profit as well as subjective assessments of venture performance and funding status). We also examine how dispositional characteristics of an entrepreneur (i.e., learning and performance goal orientations, ambiguity tolerance, desire for change, and locus of control) influence the use of different decision logics. The results indicate that causation has a significantly positive effect on revenue growth as well as subjective assessments of venture performance and funding status, while effectuation has a significantly negative effect on profit growth. We find that learning-goal orientation leads to a greater reliance on effectuation, while performance-goal orientation increases the use of causation. An internal locus of control positively affects the reliance on both effectuation and causation, while the desire for change increases the use of effectuation.

Relationships among Alcohol Consumption, Drug Use, and Goal Orientation among College Students in the Southeastern USA

2004 ◽  
Vol 94 (2) ◽  
pp. 411-421 ◽  
Author(s):  
Sheryl R. Ginn
Keyword(s):  
Alcohol Use ◽  
Alcohol Abuse ◽  
Goal Orientation ◽  
Female Students ◽  
Self Report ◽  
Performance Goal ◽  
Higher Alcohol ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
And Performance

Students attending 2 different universities completed a Goals Inventory as well as a self-report survey designed to address their use of alcohol and other drugs. University 1 was a large, public state-supported school that did not restrict alcohol use. From this university were 30 male and 77 female students who ranged in age from 18–25 years ( M = 20 yr.). University 2 was a small, private church-affiliated school that enforced a no-alcohol-on-campus policy. This sample included 41 male and 50 female students, whose ages ranged from 18–24 years ( M = 19 yr.). More than half of the sample at each school had consumed alcohol at some time. While men drank more than women at University 1, the sex-ratio at University 2 was not different. Students at University 2 had higher learning and performance goal scores, alcohol-use scores, and drug-abuse scores than those at University 1. Students at University 2 had higher alcohol-abuse scores. Learning goal orientation was inversely related to alcohol-abuse behaviors but only at University 1. General alcohol use was inversely related to learning goal orientation at University 2. Students at both universities reported drinking to relieve tension. Those with a learning goal orientation were reportedly not drinking excessive amounts of alcohol. However, the relationship between alcohol use and abuse and performance is unclear because students had high performance scores at both universities along with high alcohol-use scores.

scholarly journals Interteam Cooperation and Competition and Boundary Activities: The Cross-Level Mediation of Team Goal Orientations

2019 ◽  
Vol 16 (15) ◽  
pp. 2738 ◽  
Author(s):  
Shin ◽  
Kim ◽  
Hur
Keyword(s):  
Goal Orientation ◽  
Team Performance ◽  
Team Learning ◽  
Boundary Spanning ◽  
Goal Orientations ◽  
Cooperation And Competition ◽  
Learning Goal ◽  
Learning Goal Orientation ◽  
And Performance ◽  
The Relationship

Drawing on Dragoni’s cross-level model of state goal orientation, this research aims to examine the cross-level mediating effect of team goal orientation on the relationships between interteam cooperation and competition and three forms of boundary activities. Study 1 tested the proposed mediating relationships by collecting survey data from 249 members of 45 South Korean work teams. Additionally, we conducted a two-wave longitudinal study (Study 2) on 188 undergraduate students to replicate the relationships between three types of team goal orientation and their relevant forms of boundary activities. In Study 1, we found positive associations between interteam cooperation and team learning goal orientation, and between interteam competition and team performance-prove and performance-avoid goal orientations. Team learning and performance-prove goal orientations were positively related to boundary spanning and reinforcement. As predicted, team learning goal orientation had a stronger relationship with boundary spanning than team performance-prove goal orientation, whereas team performance-prove goal orientation had a stronger relationship with boundary reinforcement than team learning goal orientation. While team learning goal orientation mediated the relationship between interteam cooperation and boundary spanning and reinforcement, team performance-prove goal orientation mediated the relationship between interteam competition and boundary spanning and reinforcement. The results of Study 2 demonstrated the positive lagged effects of team performance-prove goal orientation on boundary reinforcement and of team performance-avoid goal orientation on boundary buffering.

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